Director, Licensing Sales Auto, Americas

Director, Licensing Sales Auto, Americas at Dolby Laboratories

Join the leader in entertainment innovation and help us design the future. At Dolby, science meets art, and high‑tech means more than computer code. As a member of the Dolby team, you’ll see and hear the results of your work everywhere – from movie theaters to smartphones. We continue to revolutionize how people create, deliver, and enjoy entertainment worldwide. To do that, we need the absolute best talent, and we offer a collegial culture, challenging projects, and excellent compensation and benefits, including a truly flexible Flex Work approach.

• Define the vision for Automotive licensing in North America, set ambitious goals, and craft a clear roadmap to achieve them.
• Drive licensing revenue growth and manage complex through strategic sales plans with automotive OEMs, Tier 1 suppliers, and technology partners.
• Lead complex negotiations for high‑value deals that move the business forward.
• Build and strengthen relationships with C‑level executives and technical decision‑makers, serving as a trusted advisor and aligning Dolby solutions with their strategic business priorities.
• Manage existing partnerships to ensure satisfaction, identify expansion opportunities, and establish yourself as a thought leader in the automotive space.
• Share insights on market trends and evolving business needs with Automotive business leaders.
• Support product integration by helping partners implement Dolby technologies across different vehicle platforms and price points.

• Provide vision and leadership for the North American automotive sales team. Directly manage a team of automotive account managers focused on driving Dolby’s licensing revenue across the region.
• Coach and mentor team members to help them navigate complex business deals, build senior‑level networks, deepen industry knowledge, and develop informed perspectives on trends and opportunities.
• Review forecasts regularly, own pipeline management, and validate sales plans for direct reports and key partners.
• Align dealer and co‑marketing programs with overall sales strategy, ensuring Dolby messaging is integrated into OEM marketing and priority models.
• Collaborate cross‑functionally to support execution of dealer training, showroom initiatives, and high‑impact events, providing strategic input and executive presence where needed.
• Partner with engineering teams to ensure smooth integration of licensed technologies into automotive platforms, serving as the technical liaison during sales cycles and implementation.

• Monitor industry trends and identify market opportunities to shape go‑to‑market strategies for automotive technologies.
• Work closely with product and business teams to influence technology roadmaps and expand into diverse vehicle segments and regions.

• Connector & Relationship Builder – Cultivates long‑term partnerships and manages multi‑year, high‑value licensing agreements with automotive OEMs, Tier 1 suppliers, and technology integrators.
• Trusted Advisor – Represents Dolby in C‑level discussions with major automotive companies.
• Change Leader – Champions change with confidence, taking calculated risks to drive the organization forward.
• Strategic Prioritizer – Focuses resources on high‑impact initiatives and makes tough trade‑offs to deliver results.
• Boundaryless – Builds strong relationships across teams to achieve shared goals.
• Mobilizer – Creates alignment and leads high‑performing teams.
• Mentor and Coach – Develops talent and instills leadership qualities in others.

• Bachelor’s degree in Engineering or equivalent related experience; advanced degree(s) in business or technical disciplines are a plus.
• 15+ years’ experience in technology sales, 10+ years’ industry experience with relevant sales and global leadership experience managing a field sales team.
• Possesses in‑depth knowledge of the automotive ecosystem, including supply chains, development cycles, regulatory requirements, and the ability to build and manage relationships across different automotive markets.
• Ability to anticipate…